Giulio Panzera

STRATEGIC SALES MANAGEMENT Responsible for managing sales activities in the ETCS business unit from pre-acquisition to contract conclusion and handover to project realisation. TEAM LEADERSHIP Leading, coaching and developing sales teams to ensure high performance. TARGET RESPONSIBILITY Overall responsibility for securing an order intake of CHF 100 million and achieving the strategic sales targets. BUSINESS DEVELOPMENT Development of third-party customer business and acquisition outside the Stadler Group.

As a dialogue platform between the mobility industry, telecommunications and ICT, the Smart Mobility working group develops future-oriented mobility concepts and thus makes a significant contribution to a holistic mobility strategy Switzerland.

STRATEGIC SALES MANAGEMENT Responsible for all sales activities and initiatives within the business unit for the profitable development of the two submarkets infrastructure (rail & road) and installation (major customers in the industrial, ICT and electrical sectors). OPERATIONAL SALES MANAGEMENT Responsible for the sale of infrastructure projects in the rail and road environment as well as installation projects for major customers. SALES AND TARGET RESPONSIBILITY Ensuring strategic sales targets.

MARKET DEVELOPMENT Development of the transport market segment (road and rail customers) and development of a customer-oriented sales organisation and strategy. STRATEGIC SALES MANAGEMENT Leading sales activities and initiatives for the profitable development of the transport market segment. TEAM LEADERSHIP Leading, coaching and developing employees. CONTRACT NEGOTIATIONS Leading negotiations on important projects directly with key customers until the contract is finalised.

BID MANAGEMENT Leading the bid team with six employees. KEY ACCOUNT MANAGEMENT Maintenance and continuous development of three key accounts: UPC CH, Verizon CH and Fastweb in Italy. STATEGY AND IMPLEMENTATION Defining and implementing key account strategies within the given budget. RESPONSIBILITY FOR SALES AND TARGETS Ensuring that budgets and targets are met in terms of sales figures. CONTRACT MANAGEMENT Drawing up terms and conditions as well as drafting and enforcing them with business partners.

INTERNATIONAL CUSTOMER ACQUISITION Establishing and developing international key customers for the strategic ICT business area Music2You: O2 DE, O2 UK, O2 IE and T-Online Germany. RESPONSIBILITY FOR RESULTS Ensuring that budgets and targets are met in terms of sales and customer satisfaction. KEY ACCOUNT MANAGEMENT Planning, orchestrating and realising all sales-related internal and external measures. CONTRACT MANAGEMENT Negotiation, drafting and enforcement of contractual terms and conditions.

SYSTEM ARCHITECTURE Responsible for the system architecture of a large software development project for Telecom Italia. INNOVATION Initiating and developing new product ideas. INTERNATIONAL RELATIONSHIP MANAGEMENT International coordination with the parent companies in DE, UK und IT.

FIRMEWARE DEVELOPMENT Developing and integrating the firmware for a hardware module in the telecoms data transmission sector.